Understanding the customs and ways of thinking of other cultures has a great importance in business negotiations. Knowing how to behave, to make a good impression and build a relationship of trust will help to simplify communication and create a solid base for cooperation. Various online resources that contain the basic information about the cultures of different countries can greatly assist in achieving this purpose. But it is crucial to remember that each country has its own, unique culture, which is reflected in the way the people of the country to do business.
In contrast to Australians, Indians do not tend to be direct and honest in communication. And the main characteristic of business talks in India is uncertainty. They are not inclined to refuse directly, but will shy away from answering or respond indefinitely. This uncertainty is also present in the decision-making process, which often occur with delays. Indians prefer to deal with people they know, so a recommendation from third parties will help to start negotiations on the right way. In addition, meetings should be planned in advance, for a month or two before the scheduled date. It is necessary to periodically refine the time of the meeting, as it is likely to delay at the last moment. However, arriving on time for the meeting is necessary because Indians appreciate punctuality in others. It is very important to send all information to the other side before the meeting, so everyone will be aware of everything. Also, at the first meeting business can be not discussed at all and the meeting is dedicated to knowing each other better ("India Guide", n.d.). And it significantly distinguishes them from the Australians, who do not spend time on the unnecessary conversations. Therefore, it is very important to make a good impression with a help of talking to the locals about their family, as well as about music or sport. There is a stereotype that the Indians are more sloppy and slow in matters of business than Westerners. However, Indians are actually very hardworking and enterprising, though their style of doing things is a little different from that adopted in the West ("Cultural Information – India", 2014).
This style of doing business is quite similar to the one that is typical for Italy. So, The main thing about the negotiations with the Italians is vagueness. An indefinite period of negotiations, which may be delayed, changes in prices and delivery times, as well as hot discussions, characterize the negotiations in this country. However, from a foreigner Italians expect the exact fulfillment of their promise and sticking to their arguments. Business cards and all other documents are better to be translated into Italian in addition to the English version. At meeting and greeting, it is needed to look good, because the Italians appreciate style and will respect a person who is stylishly dressed and behaves with confidence. Just as with the Indians, to develop friendly relations with Italian partners it is better to know them more closely than it is needed in Australia, as well as to tell some information about yourself. Trust is very important, so to earn that is necessary for successful negotiations. The first impression is the most important, and appearance is paramount. Therefore, clothes, accessories and demeanor should be appropriate ("Italy Guide", n.d.). Topics that are better for discussion at the first meeting may be Italy itself, its historical heritage and its role in the international relations ("Cultural Information – Italy", 2014). The stereotype concerning Italian culture is about Italians’ love for hot debate, interrupting each other, which is considered impolite. In fact, it is necessary for the free flow of ideas, for which the meeting is called ("Italy Guide", n.d.).
Norwegian negotiations have the directness as their main trait as well as Australian. Communication should be honest, so facts’ exaggeration or understatement should be avoided. Although Norwegians tend to reach consensus, they will say it directly if they are not satisfied. This is especially related to the price, which is very important in the negotiations with the Norwegians. Punctuality will help to achieve trust which is very important for the Norwegians. Even a slight delay for a few minutes can undermine credibility and trust in another person. Greeting should take place with a smile, looking straight into the partner’s eyes and shaking his or her hand. Norwegians are casual supporters and the opponents of pretension. They have great respect for each other, so during the meetings, it is not needed to interrupt the speaker, but to save questions until the end of the speech, as the Norwegians do ("Norway Guide", n.d.). Open manner will help to make a good impression at the first meeting. To make it, it is enough to talk about neutral topics such as sports and weather that Norwegians are very fond of discussing. Relevant jokes, as well as talking about the family, work, or home country are also good topics for discussion at the first meeting with the Norwegian ("Cultural Information – Norway", 2014).
China has a lot of differences from the rest of the world when it comes to business. The important thing that matters in the negotiations with the Chinese is the ability to keep face. During the negotiations with the Chinese people should remember that the Chinese perceive the person as a part of the company, its face, and not as an individual, and evaluate themselves similarly. Therefore, under no circumstances it is acceptable to lose temper and show what strong emotions. Also, the speaker should be the most senior member of the team. During greeting and communicating with the Chinese it is important to avoid eye contact because it is an invasion of the personal space. Similar to India, there is a need to ensure that the company has been introduced by the third party with whom the Chinese company has a deal. Punctuality and patience during the meetings are as crucial in China as in Norway ("China Guide", n.d.). Talking about the weather or family with the Chinese will help to make a first impression. The Chinese value family and therefore react favorably. The main stereotype, which is attributed to the Chinese, is the political system of the country, which does not allow dissent and opposition. In fact, the country is run by people who have come from different cultures with different values and professions, so a plurality of views in the country exists. Another stereotype is alleged that the Chinese are very fond of money, but this stereotype has arisen because of the growing economy of the country, where people just want to earn enough money for a comfortable life ("Cultural Information – China", 2014).
In conclusion, the information about the culture and customs of the countries where the company is going to do business is very important and very helpful in establishing long-lasting relationships. People are always pleased when their values are respected, so the knowledge of the rules and customs of the country is, in the first place, an expression of politeness. Therefore, before going to any country it is needed to learn as much as possible about its culture, and a great assistant in this is the Internet since all that information is relevant and has a practical application.
References
Australia Guide. (n.d.). Commisceo-global.com. Retrieved August 15, 2016, from http://www.commisceo-global.com/country-guides/australia-guide
China Guide. (n.d.). Commisceo-global.com. Retrieved August 16, 2016, from http://www.commisceo-global.com/country-guides/china-guide
Cultural Information – Australia. (2014). International.gc.ca. Retrieved August 15, 2016, from https://www.international.gc.ca/cil-cai/country_insights-apercus_pays/ci-ic_au.aspx?lang=eng#cn-3
Cultural Information – China. (2014). International.gc.ca. Retrieved August 16, 2016, from https://www.international.gc.ca/cil-cai/country_insights-apercus_pays/ci-ic_cn.aspx?lang=eng#cn-16
Cultural Information – India. (2014). International.gc.ca. Retrieved August 15, 2016, from https://www.international.gc.ca/cil-cai/country_insights-apercus_pays/ci-ic_in.aspx?lang=eng#cn-16
Cultural Information – Italy. (2014). International.gc.ca. Retrieved August 16, 2016, from https://www.international.gc.ca/cil-cai/country_insights-apercus_pays/ci-ic_it.aspx?lang=eng#cn-16
Cultural Information – Norway. (2014). International.gc.ca. Retrieved August 16, 2016, from https://www.international.gc.ca/cil-cai/country_insights-apercus_pays/ci-ic_no.aspx?lang=eng#cn-1
India Guide. (n.d.). Commisceo-global.com. Retrieved August 15, 2016, from http://www.commisceo-global.com/country-guides/india-guide
Italy Guide. (n.d.). Commisceo-global.com. Retrieved August 16, 2016, from http://www.commisceo-global.com/country-guides/italy-guide
Norway Guide. (n.d.). Commisceo-global.com. Retrieved August 16, 2016, from http://www.commisceo-global.com/country-guides/norway-guide
